Director of Revenue Operations

HFD; Bakersfield (CA); Hybrid; USD 187,000 - 212,000; Full time

Job summary

HFD is seeking an EPIC Director of Revenue Operations to align marketing and sales performance across SMB, Mid Market, and Enterprise. You’ll own the sales math, drive accountability, and ensure fast insights to steer decisions.

The role includes leading the RevOps team and coordinating with the Head of Customer Success on territory design and routing. The position requires 7+ years in revenue operations with leadership experience, strong SQL, and HubSpot administration.

Qualifications

• 7+ years in revenue, sales, or marketing operations, including 2+ years leading people at a multi-GTM company.
• Strong SQL proficiency: write queries against transactional databases and verify numbers.
• HubSpot administrator capability: lifecycle stages, custom objects, properties, workflows, routing, reporting.
• Proven accountability with cross-functional teams and measurable outcomes.
• Fluent in funnel math: understand ratios, costs, and impact of changes.
• Experience in consumer or patient financing or regulated finance is a plus.

Responsibilities

• Own the sales math: define ratios and keep them current for marketing and sales.
• Lead revenue ops across SMB, Mid Market, and Enterprise: pipeline, velocity, forecast accuracy.
• Build reporting and cadence to turn funnel movement into decisions.
• Define engagement rules between SMB, Mid Market, and field teams.
• Co-own territory design with Head of Customer Success; lead routing end-to-end.
• Lead, coach, and grow the RevOps team; manage the request queue and SLA improvements.
• Oversee due diligence within funnel; manage speed and resilience of pipeline.
• Partner with Senior CRM Admin on HubSpot architecture; also write SQL as needed.

Skills

Revenue operations

Leadership

SQL

HubSpot

Forecasting

Data analysis

Territory design

Tools

HubSpot

Clay

Appcues

SQL Server

Job description

Job Location

Remote or Hybrid in Southlake/Dallas, TX

Description

Remote or Hybrid in Southlake/Dallas, TX

Compensation

Base Compensation - $187,000-$212,000, dependent on experience

Variable Compensation - Eligible for a performance bonus of up to 15%, based on business and individual performance milestones.

Are you EPIC?

Do You Have The Ability To Demonstrate, Understand And Apply HFD’s Core Purpose And Values In All That You Do? At HFD, Our Mission Is To Make Healthcare More Affordable By Giving Everyone a Better Way To Pay. In Order To Accomplish This Mission, We Must Ensure That Our Team Is Aligned With Our E.P.I.C. Values

• Excellence: Always exceeding expectations!
• Passionate: Executing with boldness!
• Innovative: Pioneering a better way!
• Collaborative: Together we win!

Join Our Team as an EPIC Director of Revenue Operations

The engine is already built. HubSpot is live and load-bearing. Territories are mapped, routing runs, and three segments (SMB, Mid Market, and Enterprise) each move through a funnel that behaves differently from the other two.

Standing that up from zero was the last chapter. This one is about making the parts compound.

This role carries full accountability for marketing and sales performance. Not the individual actions inside those teams, but the connection between them.

Marketing will not report to you. Sales will not report to you. Your job is to make sure both are looking at the same picture, holding each other to commitments they made out loud, and getting answers fast enough to change something while it still matters.

That only works one way, and it starts with trust. The person who succeeds here is useful before they are right. They show up with the number, the context, and a next step someone can actually take. Accountability lands because the picture is clear, not because someone escalated.

The clearest form that picture takes is the sales math. Every team has a story about why the quarter went the way it did. Your job is to replace the story with ratios.

How many dials become connections. How many connections become meetings. How many meetings become an enrollment. How much ongoing engagement it takes to turn a signed practice into a revenue generating account.

When those numbers are current and both teams agree on them, accountability stops being an argument about effort and becomes a conversation about one specific step in the chain. That is the core of this job.

You will also lead people. Manager of Pricing, Team Lead of Revenue Operations, and Senior Marketing Operations Analyst report to you today, with the due diligence team joining in a second phase.

What You’ll Do

• Own the sales math. Dials to connections, connections to meetings, meetings to enrollments, and engagement to a revenue generating account. Define each ratio, keep it current, and make it the shared language between marketing and sales. When one of them moves, you know before anyone asks. This is the primary measure of the role.
• Carry full accountability for marketing and sales performance across SMB, Mid Market, and Enterprise: pipeline coverage, stage conversion, velocity, and forecast accuracy. You will not run their plays. You will make sure the two teams hold each other to them.
• Build the reporting and operating cadence that turns funnel movement into decisions. What changed, why it changed, who owns the next move, and by when.
• Write and enforce the rules of engagement between SMB, Mid Market, and our field team. Right now those groups pass very little back and forth, and handoffs that should exist mostly do not. Who owns an account, when it moves, and what a clean handoff looks like are open questions waiting for someone to answer them. Enterprise runs largely on its own track.
• Co‑own territory design with the Head of Customer Success, who leads our sales organization. You bring the modeling, the routing logic, and the rep‑level impact analysis. They bring the field reality. Neither of you moves a territory without the other. Lead routing itself is yours end to end.
• Lead, coach, and grow the RevOps team, and own the request queue they work. We are pulling our SLA from 5 to 6 business days down to 2, and finishing that is yours.
• Own the due diligence process end to end. It sits inside the conversion funnel, so how fast it moves and how well it holds up directly determine how many accounts we bring live.
• Partner with our Senior CRM Administrator on HubSpot architecture while staying hands‑on enough to build, audit, and repair workflows, properties, lifecycle logic, and integrations yourself. Write your own SQL against SQL Server when HubSpot reporting runs out of room, and get more from the stack we already have: Clay for enrichment and list building, Appcues for in‑product engagement, HubSpot as the source of truth.

Requirements

• 7+ years in revenue, sales, or marketing operations, including 2+ years leading people, at a company running more than one go‑to‑market motion.
• Technical in your own right. Strong SQL is strongly preferred: you write your own queries against a transactional database and you catch a wrong number before anyone else does.
• A HubSpot administrator by capability. Lifecycle stages, custom objects and properties, workflow architecture, routing, permissions, and the practical limits of native reporting. We have a Senior CRM Administrator. You should be able to do that job if the situation called for it.
• Proven at accountability without authority. You can name the cross‑functional standoff you walked into, what you changed about how the two teams worked, and how you knew it worked.
• Fluent in funnel math. You can recite the conversion ratios of a team you supported from memory, explain what each one cost to improve, and describe the territory, routing, or rules‑of‑engagement change you made to move it. You have done this as a co‑owner alongside a sales leader, not as the person handing down a map.
• Experience in consumer or patient financing, lending, or another regulated finance environment is a plus, not a requirement.